“But Sean, my products and services are great. We’re the best by a mile so why don’t we get all of the business?” It’s a question I get asked a lot! Unfortunately, having a great product is not enough nowadays. You still need to prospect in the right way – you can’t assume it’s coming to you! We live in…

One of the hardest situations for a salesperson to deal with is when a prospect is using an existing supplier and is satisfied with the arrangement. Often, clients get used to a supplier and fall into a sort of ‘well of comfort’ where they accept the level of support as being the norm, and are lulled into allowing the current…

Many salespeople are afraid of their clients talking about the competition. To most salespeople, it is a word that is sure to incur fear and trepidation into their presentation or even their approach. They assume that the client will be looking at the competition and when (not if) they are mentioned, it causes deflation and disappointment that you weren’t the…

Every sales person knows that to set yourself apart from your competition is a vital component of your sales process. Although you may get many chances to do this during the sales process, the best time to differentiate yourself is in the very beginning. Here are three powerful ways to help you eliminate your competition so they could ultimately respond…

Many questions we get asked here at MTD revolve around selling against the competition. If prospects mention they are talking to other suppliers, how should you handle it? What’s the best way to approach the subject without it sounding apologetic or obviously downgrading their capabilities? The best way is to define how the competition are good, but only in specific…

You’ll have faced the situation many times, where your prospect actually uses a competitor product and you know you have a better one. How do you handle it? It’s tempting to jump in and extol the virtues of your product and services, so the prospect knows what they’re missing by making that big mistake of not buying from you. However,…

We’ve often spoken about your marketing and advertising, and how important it is to keep your name in front of your prospects, especially when the time comes for them to want a solution to a challenge that you can help them with. Well, how can you differentiate yourself from your competitors in a way that will make you, personally, stand…

It’s obvious why companies go out to tender for work, as it offers them the most benefits with the least work. They know that you will cut your costs to try to beat your competition, and you often do. What can you do to improve your chances of winning this most difficult of circumstances? Firstly, gather all information you can…

You know that your products and services are better than your competition. You’ve checked them out and done your homework. You’ve seen off many competitors and they’ve bitten the dust in your wake. So why on earth would customers still use them instead of you? Unbelievable, yeah? Well, looking at it from the customer’s perspective, they obviously had a very…